Microsoft officials announced a couple of weeks ago that they were making changes to the Microsoft Commerce Incentives (MCI), effective 1st October 2024.
On that day, an email with further information about what this means for partners was shared. In this post, we've summarised those changes.
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Furthering its commitment to invest in the AMM and Azure Innovate hero offerings, Microsoft has expanded project size offerings and eligible scenarios in FY25 to accommodate the needs of Microsoft partners and their end-user customers.
Microsoft is now supporting partners that focus on customer acquisition for small and medium-sized customers through introducing the new Azure customer add accelerator and expanding the existing workload accelerator. Azure CSP incentives can be earned in conjunction with AMM and Azure Innovate to provide additional consumption earnings for applicable Azure projects.
Microsoft has also expanded its Azure accelerators (Workload and AI) to drive deep customer adoption of our Azure offerings.
Continues as an engagement in MCI with no change in the incentive rates or structure.
On 1st July 2024, Microsoft launched streamlined and effective activity-based offerings. These engagements feature several modules tailored to specific Microsoft Customer Engagement Methodology stages and Solution Plays, enhancing sales enablement and driving precise outcomes. It is expected that these activity-based incentives will continue to evolve throughout FY25 - watch this space!
Effective yesterday (1st October 2024), the BizApps Presales Advisor incentive will feature the same rate for Finance and Supply Chain customers regardless of segment. For mainstream solution plays (Customer Engagement and Activity/Device), rates remain differentiated by customer segment.
Microsoft has announced that it is expanding its focus beyond Power Platform for FY25 as it evolves its approach to driving the usage of low-code tools. As such, it has introduced new and specialised engagements - including the Low Code Vision and Value, and Low Code Solution Deployment engagements, aimed at driving customer intent and closing deals with major values.
Microsoft will continue to support Business Central and Copilot Sales/Service/Finance accelerators. In addition, it is adding Copilot Studio, Finance and Supply Chain into its strategic accelerator lineup. At the same time, it is phasing out the Sales Enterprise Accelerator to align more closely with Microsoft's small and medium business strategy.
Microsoft has reaffirmed its focus on small, medium, and corporate (SMC) customer segments and strategic offers like Business Premium, Microsoft 365 E3, Microsoft 365 E5, and Copilot. The CSP maximum incentive earning opportunity for select Modern Work and Security products has increased to align with Microsoft's overall SMC strategy.
Modern Work workloads will no longer be eligible for the usage incentive as Microsoft shifts focus onto funded engagement opportunities.
Microsoft has introduced a new engagement designed to create customer intent for deploying and adopting Microsoft Purview solutions. Partners will earn a flat fee for engagement completion based on customer market.
Microsoft's Security usage offering continues into FY25, with maintained focus on key strategic workloads such as Microsoft Entra ID P2, Microsoft Defender for Endpoint, and Microsoft Purview Information Protection. Partners will see earning opportunities with maximum earning caps by workload, rewarding growth above the High Water Mark.
Lastly, there is a continued focus on SMC customer segments in CSP. Microsoft will adjust incentive rates as they prioritise their most strategic offers like Business Premium, Microsoft 365 E3, and Microsoft 365 E5, with incremental earning opportunities through strategic accelerators for security solutions.